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N ETWORKING : T AP INTO THE H IDDEN J OB M ARKET A workshop on why and how to network John L. Mohammed President Computer Committee Sacramento Professional Network October 30, 2012

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W HAT IS NETWORKING ? Merriam-Webster definition of "network": a usually informally interconnected group or association of persons can be personal relationships with friends, family and others met in informal gatherings can be business relationships developed with vendors, clients/customers, supervisors, subordinates and competitors Your network is only limited by the company you keep, both on and off the job. You don't just network when you are conducting a job search — you develop and maintain your network all the time 2 10/30/2012 Networking: A workshop John L. Mohammed

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Y OU ARE NETWORKING WHEN YOU... attend professional meetings, conferences, or conventions visit with other parents during your child's sporting or music events volunteer for "clean-up" day at the park visit with other members of your social clubs or religious groups talk with your neighbors strike up a conversation with someone else waiting at the veterinarian's office search out friends (current as well as former) on Facebook re-connect with former colleagues on LinkedIn talk to sales persons visiting your office 3 10/30/2012 Networking: A workshop John L. Mohammed

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W HY N ETWORK ? Networking is consistently cited as the #1 way to get a new job 80% of jobs never get advertised CareerXRoad's 9th Annual Sources of Hire Study (Feb 2010): "referrals make up 26.7% of all external hires (new employees hired from outside the organization). [...] The yield for referrals is one hire for every 15 referrals, making this category the most efficient source by far." Job boards represent 13.2% of external hires Hiring deciders prefer to talk with someone recommended by an existing employee 4 10/30/2012 Networking: A workshop John L. Mohammed

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W HAT N ETWORKING ISN ' T making cold-calls sending Facebook Friend or LinkedIn "Join my network" requests to strangers W HAT N ETWORKING IS connecting to people you do know through a valid connection professional association fellow alumnus friend of a friend Networking is a two-way street: both parties benefit Get help by offering help 5 10/30/2012 Networking: A workshop John L. Mohammed

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I N - PERSON F ACE - TO -F ACE NETWORKING The most effective way to network easier to make true human connection more likely to be remembered easier to gain trust and confidence easier to establish a rapport quality, not quantity harder to dismiss your request for advice or feedback The most natural way to extend your network the context of the meeting provides a rational reason for why you are interacting 6 10/30/2012 Networking: A workshop John L. Mohammed

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N ETWORKING AS A T WO -W AY S TREET Networking does not mean meeting people It means becoming the type of person other people want to meet Keep the other person's perspective in mind Recognize that people may be willing to give you information/help for a variety of reasons a favor to a friend or manager desire to play the role of "expert" altruistic desire to help you you may have valuable information or skills for them now or in the future you sound like a worthwhile prospect Be prepared to allude to one or more of these 7 10/30/2012 Networking: A workshop John L. Mohammed

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F ACE - TO -F ACE N ETWORKING O PPORTUNITIES Professional association meetings Volunteering at conferences and other organized events Chamber of Commerce events Take advantage of SacProNet's membership in the Sacramento Metro Chamber of Commerce Membership may be going away in January Sacramento Professional Network General Meetings Support meetup groups 8 10/30/2012 Networking: A workshop John L. Mohammed

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8 K EYS TO N ETWORKING 1. Be prepared Know your core goals (e.g., get to know people who can provide information regarding careers and leads) Know yourself Have a concise, practiced "30/60 me" 2. Be targeted identify the best sources of networking opportunities, best sources of contacts 3. Be professional Ask for advice, not a job 4. Be patient persist — cultivation takes time 9 10/30/2012 Networking: A workshop John L. Mohammed

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8 K EYS TO N ETWORKING 5. Be focused on quality, not quantity Better to have meaningful conversations with a few rather than 50 hasty introductions that don't go anywhere 6. Be Referral-Centered The person you are networking with may not have a job to offer, but may know someone who is hiring; exchange information and obtain referrals 7. Be Proactive Track your networking meetings; send thank-you notes or s; follow up with a phone call, or additional face-to-face meeting 10 10/30/2012 Networking: A workshop John L. Mohammed

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8 K EYS TO N ETWORKING 8. Be Dedicated to Networking Stay in touch over the long haul Make networking part of your long-term career plan Questions to ask: What do you like most (least) about your work? Can you describe a typical workday? What education/experience is needed for success? What are the future career opportunities? What are the challenges? Why do people enter/leave this field or company? What advice would you give to someone entering? With whom would you recommend I speak? When I call, may I use your name? 11 10/30/2012 Networking: A workshop John L. Mohammed

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D OS AND D ON ' TS : Do bring copies of your resume Be confident of your value treat meeting like a mini interview put your best foot forward Don't tell them your life story you are dealing with busy people: get right to the point Don't be shy or afraid to ask for what you need Don't pass up opportunities to network LISTEN as much as or more than you SPEAK 12 10/30/2012 Networking: A workshop John L. Mohammed

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O NLINE N ETWORKING Advantages There are thousands of discussion groups and community forums covering hundreds of subjects. You can "break the ice" before meeting someone in person. You can listen, engage, or be engaged as you wish. No one can see you sweat, and you don't have to feel like a wallflower since no one can see you standing off by yourself. Many recruiters are lurking the lists to find potential candidates /30/2012 Networking: A workshop John L. Mohammed

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O NLINE N ETWORKING Disadvantages Networking online is just as difficult as networking in person! It may actually be even more difficult because you can't establish a true connection online. Body language and personal demeanor are not accessible You must convey your value solely through your words First impressions count even more. Be very careful with your first public posting. Your online behavior matters more than you think. Don't be a jerk! I really mean it! 14 10/30/2012 Networking: A workshop John L. Mohammed

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N ETIQUETTE Do not go boldly where you have never gone before! Stop and learn the rules of behaviour in effect in this particular group and follow them! Look for a list of Frequently Asked Questions (the FAQ) so you don't ask the same questions that everyone else has many times before. Listen patiently to the discussion groups you have joined and learn the tone, language, and culture of the group. Never post your resume to the list nor openly tell the entire list you are job searching and ask if anyone can help you unless the group is specifically set up for this kind of service /30/2012 Networking: A workshop John L. Mohammed

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M AKING C ONTACT - W HOM TO CONTACT In mailing lists and discussion boards, look for postings by someone who seems to be knowledgeable about the topic being discussed look for this person's address and signature information containing their organizational affiliation, position within the organization, and contact information in a social networking site, limit yourself to contact with whom you can claim a valid (if limited) connection, or ask for an introduction through a connection you have in common 16 10/30/2012 Networking: A workshop John L. Mohammed

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M AKING C ONTACT - F IRST CONTACT Be sure to contact the person directly and not through the list. Be concise. Identify yourself, state why you are contacting this person, and list some of your interests and where you noticed some correlation with his or her interests as noted in the postings you've read. Do NOT send this person a copy of your resume. You are networking, trying to establish a relationship that extends far beyond just "please help me find a job." A resume will blow everything to bits at this point. Just relax and let the relationship build to a point where a resume will be requested or you feel comfortable asking for advice on preparation. Request a follow-up to this , via phone or . Give your contact the choice of how to continue /30/2012 Networking: A workshop John L. Mohammed

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Y OUR 30/60 SECOND “ ME ” OR T HE E LEVATOR S PEECH …a brief commercial for yourself that can be delivered in the time it takes to ride from the top to the bottom of a building in an elevator /30/2012 Networking: A workshop John L. Mohammed

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W HY Y OUR ‘30/60-S ECOND M E ’ IS I MPORTANT Communicate: What you do Who you are What sets you apart from others? Create interest - stimulate conversation “Ice Breaker” in an interview “So what can you tell us about yourself?” is often the first question in an interview Useful for new audiences Job fairs, exhibitions and sporting events, social gatherings, etc. i.e., NETWORKING EVENTS 20 10/30/2012 Networking: A workshop John L. Mohammed

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M AKING IT G REAT Keep it short — no more than 30 or 60 seconds Make it conversational — it should sound like when you talk Gauge listener's reaction — don't continue non-stop if the person seems bored or uninterested Let the interested listener interact by asking questions Use short sentences and short words Don't use "utilize" when "use" will do End on an accomplishment or success 23 10/30/2012 Networking: A workshop John L. Mohammed

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M ISTAKES TO A VOID Don't confuse an elevator speech with a resume Resist the impulse to exaggerate Brag, but don't paint an unrealistic picture Don't use the exact same speech in all situations Adapt to your audience and situation Be flexible and expect interruptions you want to get questions! Though we call it a "speech" it's really a brief conversation PRACTICE, PRACTICE, PRACTICE a good actor makes it look easy by working very hard 24 10/30/2012 Networking: A workshop John L. Mohammed

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E XAMPLE 30/60 " ME " The "Hook": Hi, I'm Sandra Green, and I make attorneys more productive Overview: I have over 10 years as an Administrative Assistant working in several different law offices Story: In those positions, I performed clerical and administrative tasks scheduling appointments, maintaining electronic and paper files, and handling incoming and outgoing correspondence. In addition, I prepared and edited legal documents and assisted in legal research Accomplishment: In fact, my last employer praised me for saving her so much time that she was able to take on more clients /30/2012 Networking: A workshop John L. Mohammed